RULES OF PROFESSIONAL CONDUCT AND PROFESSIONAL APPOINTMENT
Accountancy Tuition Centre (International Holdings) Ltd 2009 0321
Calibre and fit of proposed senior team members.
Personal rapport – “chemistry”.
Standing of the firm.
Ability to add value to the business.
Competitive fees – fair, value for money.
Tendering process (firm)
Treat as a full project – project manager, project team,
project planning &control procedures, risk analysis .
Ethical, business and quality assurance matters must be
initially considered, e.g. size and nature of enterprise,
technical, timing and human resources to service, cost
of investment/servicing and expected return; potential
conflicts of interest with current client base; fee
limitations (e.g. 10%, 15%); reputation of enterprise
etc.
Presentation “checklist” would cover:
Familiarisation process with client – knowledge of
the business, control systems, business risks.
Prepare initial audit approach for client.
Prepare outline time and fee budgets.
Prepare presentation team, and if different, client
team. The client team should be involved in the
presentation as it is important to establish the
“chemistry” with the client from the beginning.
Plan the bid document (this would basically try to
match the expected selection criteria – as above –
used by the client). Ensure this is professional and
matches the expectations of the client – a full
glossy brochure may “turn off” some clients as
being expensive and unnecessary (understand the
client!)
Plan the presentation – low key or “bells and
whistles”. Full rehearsals are critical including a
stand-in client board, anticipating questions,
smooth use of technology (e.g. Power Point
presentation), contingency plans for what may go
wrong on the day (e.g. illness, technology failure)
etc.
After the actual client presentation, fully debrief and
review. If unsuccessful, ask client for a critical
assessment of whole tendering process. Apply lessons
learnt for next client tender.